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Show Results For
-
All HBS Web
(2,992)
- People (5)
- News (812)
- Research (1,872)
- Events (4)
- Multimedia (30)
- Faculty Publications (1,064)
- November 2011 (Revised April 2012)
- Teaching Note
Quadriserv and the Short Selling Market (TN)
By: Lauren Cohen, Christopher Malloy and Timothy Gray
Keywords:
Market Transactions
- October 1983 (Revised December 1984)
- Case
Manac Systems: Selling Legal Software Systems (A)
Bonoma, Thomas V. "Manac Systems: Selling Legal Software Systems (A)." Harvard Business School Case 584-037, October 1983. (Revised December 1984.)
- 20 Jan 2009
- News
Corporate America sells Obama, message of change
- 25 Aug 2014
- News
Selling County Music to New York City
- Research Summary
The Appropriability of Reputation in Franchises Selling Brands
We develop a multi-market model in which there are two kinds of firms: brands and small firms (or agents). Firms interact with short lived clients in the market for goods (or services) and with each other in the market for franchises. The model is one of adverse...
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- September–October 2022
- Article
Should Your Company Sell on Amazon?: Reach Comes at a Price
By: Ayelet Israeli, Leonard A. Schlesinger, Matt Higgins and Sabir Semerkant
Selling on Amazon allows brands to reach millions of consumers—but that exposure comes with costs. They include smaller margins, more competition, the risk of commoditization, and less knowledge about customers.
In this article, the authors present a scorecard to...
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Keywords:
Retail;
Retailing;
Online Business;
Ecommerce;
E-commerce;
E-Commerce Strategy;
Omnichannel Retail;
Omnichannel Retailing;
Amazon;
Amazon.com;
Sales;
Digital Marketing;
Internet and the Web;
Business Model;
Retail Industry;
Consumer Products Industry;
Fashion Industry;
Advertising Industry;
Battery Industry;
Apparel and Accessories Industry;
Beauty and Cosmetics Industry;
Distribution Industry;
Electronics Industry;
Food and Beverage Industry;
United States
Israeli, Ayelet, Leonard A. Schlesinger, Matt Higgins, and Sabir Semerkant. "Should Your Company Sell on Amazon? Reach Comes at a Price." Harvard Business Review 100, no. 5 (September–October 2022): 38–46.
- 29 Oct 2008
- Research & Ideas
The Next Marketing Challenge: Selling to ’Simplifiers’
Editor's Note: Harvard Business School professor John Quelch writes a blog on marketing issues, called Marketing Know: How, for Harvard Business Online. It is reprinted on HBS Working Knowledge. Watch out for a new brand of consumer in 2008: the middle-aged Simplifier....
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- 2003
- Other Unpublished Work
Short Selling in Practice--Intermediating Uncertain Share Availability
By: Gene M D'Avolio and André Perold
- 20 Jan 2009
- News
Corporate America sells Obama, message of change
- 2003
- Other Unpublished Work
New Horizons in Selling and Sales Management
Keywords:
Salesforce Management
- 24 Jun 2010
- News
Treasury, Dodd Sell Out To Wall Street
- 02 Nov 2017
- News
Trump’s tax bill is one tough sell
- 11 Jun 2013
- News
For companies to grow, they have to sell you more
- 2004
- Book
Birth of a Salesman: The Transformation of Selling in America
This book chronicles the remarkable metamorphosis of the American salesman from itinerant amateur to trained expert. From the mid-nineteenth century to the eve of World War II, the development of sales management transformed an economy populated by peddlers and...
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Friedman, Walter A. Birth of a Salesman: The Transformation of Selling in America. Cambridge: Harvard University Press, 2004.
- July 2005 (Revised February 2009)
- Case
Eureka Forbes Ltd.: Managing the Selling Effort (A)
By: Das Narayandas and Kerry Herman
The CEO of EFL (India), a direct sales organization, must decide which changes to the sales compensation systems would better motivate his sales reps and improve their sales performance.
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Keywords:
Compensation and Benefits;
Management;
Performance Improvement;
Sales;
Motivation and Incentives;
India
Narayandas, Das, and Kerry Herman. "Eureka Forbes Ltd.: Managing the Selling Effort (A)." Harvard Business School Case 506-003, July 2005. (Revised February 2009.)
- March 2017 (Revised November 2017)
- Case
BlackRock (A): Selling the Systems? (with video links)
By: Ranjay Gulati, Jan W. Rivkin and Kelly McNamara
As the case opens in 1999, several key leaders at BlackRock, Inc., then a relatively small asset management firm, are trying to convince CEO Larry Fink and others that the firm should begin to offer Aladdin—its proprietary analytics and trading platform—to other asset...
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Keywords:
Strategy;
Competition;
Information Technology;
Asset Management;
Competitive Strategy;
Financial Services Industry;
United States
Gulati, Ranjay, Jan W. Rivkin, and Kelly McNamara. "BlackRock (A): Selling the Systems? (with video links)." Harvard Business School Multimedia/Video Case 717-484, March 2017. (Revised November 2017.)
- September 2005
- Supplement
Eureka Forbes Ltd.: Managing the Selling Effort (DVD)
By: Das Narayandas
Keywords:
Salesforce Management
Narayandas, Das. "Eureka Forbes Ltd.: Managing the Selling Effort (DVD)." Harvard Business School Video Supplement 506-705, September 2005.
- 19 Dec 2016
- News
The Four-Letter Code to Selling Just About Anything
- 25 Mar 2018
- News